Strategic Account Management

Programme Objective

To provide Account Managers with a practical perspective on building and managing relationships in large/complex accounts to retain and generate additional business. The Strategic Account Management programme provides an innovative and original framework that deals with building and managing relationships with customers in a way that is linked to the goal of the business – selling. On a single page, the Strategic Account Management map shows the C.O.V.E.R. steps and precisely where to put attention in managing an account effectively. Each step is accompanied by one or two key tools which may be used electronically and integrated into an internal CRM process where required. Using live account scenarios and applying the tools immediately to relevant situations the workshop brings the application of the Map and specific tools for each area to life.

Target Audience

Experienced Sales people and (Global) Account Managers

 

Programme Outline:

On completion of this workshop participants will be able to:

  •  Have a clear and systematic approach to account management
  •  Be able to focus on five specific levels essential to account management:

 

Clarity

Finding a clear entry point into the account. Identify decision makers. Gaining a clear overview as well as the required specific details required to understand the account thoroughly.

 

Opportunity

Understanding the client’s business situation and internal processes to identify potential opportunities

 

Vision

Clarifying and aligning with client’s strategy. Assess/prioritise opportunities in terms of value to their own organization as well as to the client and develop an account strategy.

 

Engagement

Understanding the Decision Making Cycle, linking to the key drivers, building   credibility and trust. Developing personal relationships based on effective delivery of formal,

professional  commitments.

 

Relationship

Ongoing involvement and delivery to develop and sustain the account. Continually clarify expectations and focus on valuing the client’s story and how to get better.

 

Duration

3  Full days

 

Cost

On request.

 

Venue

The Bill Venter Academy in Midrand.

 

Dates

TBD as it is dependent on the number of request we receive.

 

 

Attachments: 
AttachmentSize
PDF icon STRATEGIC ACCOUNT MANAGEMENT.pdf442.36 KB